61 terms

Consumer Behavior Exam 3


Terms in this set (...)

Instinct is
the innate patterns of behavior that are universal in species.
Motivation refers to
the processes that lead people to behave as they do.
Expectancy theory suggests what?
That behavior is largely pulled by expectations of achieving desirable positive incentives rather than pushed from within.
Which of the following is an example of an utilitarian need? a. fantasy b. amount of fat in a hot dog c. mpg d. durability of jeans
a. fantasy
Which of the following is not an example of a psychological need? a. food b. status c. power
d. affiliation
a. food
Choosing between 2 undesirable alternatives is called
an avoidance-avoidance conflict.
An approach avoidance conflict exists when
we desire a goal but wish to avoid it at the same time.
A need for ______ is when a person strongly values personal accomplishment.
The need for _____ is to assert one's individual identity.
a person's perceived relevance of object based on her inherent needs, values and interests.
product involvement
refers to a consumers level of interest in a particular product.
vigilante marketing
when freelancers and fans film their own commercials for favorite products and post them on websites.
When consumers are truly involved they enter?
a flow state.
Need for uniqueness
assert one's individual identity

-enjoy products that focus on their unique character (perfume, clothes)
Flow State
High involvement where consumers are truly involved with a product
consumers end state
globalized consumption ethic
people worldwide begin to share the ideal of a material lifestyle and value brands that symbolize prosperity
making environmental claims for products that are exaggerated or misleading
hedonic adaptation
in order to maintain happiness, we become okay with good or bad things happening
balanced state of being
low end involvement, making decisions out of habit
instrumental values
actions we need to take to achieve instrumental values
a person's perceived relevance of the object based on their inherent needs, values, and interests
a technique for uncovering consumer's associations between specific attributes and general values
LOV (List of Values) Scale
Isolates values with more direct marketing applications
lifestyles of health and sustainability
20% of the population
these travelers enjoy active holidays, wellness breaks, ecological aspects
mass customization
producing products exactly to a particular customer's requirements
importance people associate with material items
what makes people behave as they do
narrative transportation
advertisements where people become immersed in the storyline
Productivity Orientation
A continuos striving to use time constructively.
sentiment analysis
"opinion mining", feedback; scours the social media to collect and analyze words people use when describing a certain product
Social game
Multiplayer, competitive, goal-oriented activity with defined rules of engagement and online connectivity among a community of players
the message in advertising being the entertainment
Terminal Values
Highly desired end states such as social recognition and pleasure
cognitive dissonance and dissonance theory
Conflicting feelings, thoughts, or behaviors that creates uncomfortable state of anxiety. Unconscious
reducing mismatch between two inconsistent attitudes
beliefs or behaviors by unconsciously changing one of them (typically the attitude).
transactional advertising
rewards players in social games if they respond to a request. Offers can be for virtual goods or codes
Transitional Economics
a country that is adapting from a controlled centralized economy to a free market system
some condition is better than its opposite
value system
ranking of values through relative importance creates a value system
Voluntary simplifiers
Believe that once we satisfy our basic material needs additional income does not add to happiness
Word-phrase dictionary
A library of words used to code content in a sentiment analysis
learning about another culture
approach-approach conflict
torn between two desirable goals
double approach avoidance conflict
conflict in which the person must decide between two goals, with each goal possessing both positive and negative aspects
avoidance-avoidance conflict
a choice must be made over two unattractive goals
most unpleasant and highly stressful
conscientious consumerism
u.s. consumers' focus on personal health is merging with a growing interest in global health
consumer style
a pattern of behaviors, attitudes, and opinions that influences all of a person's consumption activities
a cultural value that emphasizes being open to the world and striving for diverse experiences
foreign influences integrating with local meanings
Drive Theory
an internal state of tension that motivates an organism to engage in activities that should reduce its tension.
emic perspective
stresses differences across cultures. feel each culture is unique
learning about ones own culture and growing up in it
etic perspective
emphasizes the similar commodities across cultures
Expectancy Theory
Behavior is largely pulled by expectations of achieving desirable outcomes. Positive incentives
need for affiliation
an interest in establishing and maintaining relationships w/ other people
need for power
an individual's desire to influence, coach, teach, or encourage others to achieve
Need for uniqueness
assert one's individual identity
-enjoy products that focus on their unique character (perfume, clothes)